In Analyzing the Differences Among Theories X, Y, and Z

question 42

Multiple Choice

In analyzing the differences among Theories X, Y, and Z managers, it is appropriate to assess that

• A) Theory Z managers believe that employees prefer to be directed.
• B) Theory Z managers understand that workers prefer to work by themselves, and will do their best work individually rather than with a team.
• C) Theory Z managers believe that getting employees more involved in work-related decisions will generally increase productivity.
• D) Theory Z managers believe that decision making is not part of an employee's responsibilities.

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Definitions:

Personal Selling

A direct form of marketing that involves a salesperson presenting the benefits of a product directly to a customer in order to make a sale.

Price Fixing

An illegal practice where businesses agree on the prices of their products or services, instead of letting market forces determine them.

Odd Pricing

A pricing strategy that sets prices at figures ending in odd numbers, like $4.99, under the belief that they seem lower to consumers.

Seven-Step Sales Process

A sequence of steps salespeople follow to sell a product, typically including preparation, approach, presentation, handling objections, closing, and follow-up.